Craig Fulton, former Chief Product Officer at ConnectWise and one of the most influential voices in the MSP space, has made a notable leap—from leading product innovation to driving business transformation in the world of private equity. For MSPs, Craig’s journey offers more than inspiration—it delivers actionable insights.
Here are five key takeaways MSPs can apply today from Craig Fulton’s strategic transition:
1. Your Business is an Asset—Start Treating It That Way
Craig’s move to private equity highlights how successful MSPs can become attractive investments. But it starts with mindset. Think beyond monthly revenue. Build recurring income, document processes, and show clear profitability. Investors want to buy businesses that run without the owner. Can yours?
2. Productization Drives Scale and Value
Fulton emphasized productizing services during his time at ConnectWise—a principle that transfers perfectly to MSPs. Package your offerings, standardize pricing, and deliver consistent outcomes. Doing so improves margins and creates a scalable, saleable model that private equity loves.
3. Data is the Currency of Serious Growth
Private equity thrives on metrics, KPIs, and dashboards. Are you tracking your cost of acquisition? Gross margin per service? Customer lifetime value? Craig’s transition underscores that data-savvy MSPs not only grow faster but also command higher valuations.
4. Culture & Leadership Still Win the Long Game
Despite the financial angle of PE, Craig always emphasized people-first leadership. Build a team culture that attracts and retains talent. Whether you’re scaling for sale or growth, your leadership style matters more than your tech stack.
5. Exit Planning Isn’t Optional Anymore
Whether you’re planning to sell or not, Craig’s move into PE is a reminder: Every MSP should operate as if they might sell tomorrow. That means cleaning up financials, reducing owner dependency, and strengthening contracts. Even if you don’t exit, you’ll build a more resilient company.
Craig Fulton’s transition isn’t just career news—it’s a blueprint. For MSPs looking to build enterprise value, attract investors, or simply grow stronger, these five insights are the foundation. Think like an investor, lead like a visionary, and operate like a pro.
